Business Development Lead
RockawayX
Employer Active
Posted 1 hrs ago
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Nationality
Any Nationality
Gender
Not Mentioned
Vacancy
1 Vacancy
Job Description
Roles & Responsibilities
We are scaling our B2B2C vault business and looking for a Business Development Lead to own the commercial pipeline end to end. This is a foundational hire: you will be responsible for mapping our target market, building and qualifying a partnership pipeline, and driving deals from first outreach through to signed agreements. A single partnership can bring $100M+ in AUM, making this role high-impact from day one.
Our model follows the "DeFi Mullet" thesis: fintech UX on the front end, institutional DeFi generating yield on the back end. Partners integrate our vaults and embed them in their own branded experience. Users deposit crypto assets into a simple "earn" product and receive steady returns powered by on-chain lending.
Pipeline Development & Market Mapping
- Build and maintain a qualified pipeline across crypto exchanges, consumer wallets, fintechs, neobanks, payment infrastructure providers, and card issuers
- Identify and engage decision makers (CEO, Head of Product, CIO, CRO) at target platforms
- Develop account strategies for both crypto-native exchanges with existing yield offerings and traditional fintech platforms entering the space
- Track competitive positioning: assess whether targets rely on in-house solutions, competing curators, or have no current yield product
Sales Execution
- Own the full sales cycle: outreach, qualification, proposal delivery, intro calls, negotiation, and close
- Prepare and deliver tailored short proposals ahead of initial calls, then refine based on partner requirements
- Navigate 8 to 12 week B2B sales cycles including compliance and integration reviews
- Manage objection handling and develop strategies to accelerate decision making and create urgency
Market Intelligence & Feedback Loop
- Identify the internal buyer profile by platform type (product, commercial, or treasury team)
- Track which value propositions resonate by segment: yield generation, treasury optimization, user retention, or diversification of curator dependency
- Map partner appetite for conservative versus higher yield products and single vault versus tiered structures
- Provide structured feedback on sales cycle bottlenecks, common objections, and materials needed to accelerate close
- Contribute insights for brand, marketing, and messaging refinement based on field experience
Value Proposition You Will Deliver
You will articulate and adapt the following core messages to each partner segment:
Credibility: RockawayX are leaders in underwriting crypto risk with a proven, auditable track record
Cost Efficiency: Competitive, consistent yield without the cost of building an in-house DeFi team, saving partners 6 to 12 months and approximately $1M per year
Reduced Risk: Non-custodial, smart-contract based architecture eliminates custodial and counterparty exposure
Alignment: Performance fee only model with no management fee, making the product free of flat charges. Setup fees can be waived for early partners
Customization: Bespoke vault design aligned to each partner s regulatory profile, user base, and chain strategy
Desired Candidate Profile
Required Experience
- 3+ years of B2B sales or business development experience in crypto, DeFi, or fintech
- Demonstrated ability to navigate long sales cycles (8 to 12+ weeks) with enterprise buyers
- Existing network across crypto exchanges, wallets, or fintech platforms is strongly preferred
- Experience selling technical or financial infrastructure products to product, commercial, or C-suite stakeholders
- Familiarity with DeFi lending protocols (Morpho, Aave, Kamino) and on-chain yield strategies
Skills & Qualities
- Strong consultative selling skills: ability to understand partner needs, map internal decision making, and tailor proposals accordingly
- Analytical mindset: comfortable working with AUM targets, yield metrics, and competitive analysis
- Excellent written and verbal communication for proposal preparation, pitch delivery, and stakeholder management
- Self-starter mentality: ability to build processes, track pipelines, and operate independently in a lean team
- Comfort with ambiguity and willingness to iterate on messaging, materials, and approach based on market feedback
Company Industry
Department / Functional Area
Keywords
- Business Development Lead
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